Motivating your staff to help you find potential customers is tricky business.
That’s why Xactly brought two experts in lead generation together for a webinar to detail what makes successful teams. From Marketo, Sales Senior Vice President Bill Binch joined in the on the conversation. Aaron Ross, Amazon #1 best-selling author and managing partner of Predict Revenue, Inc., detailed a day in the life of a prospecting team and how to best reward them.
Some key tips from the webinar included
- Have your team help design their commission plan; it increases buy-in.
- In tech? Make sure your team doesn’t speak techie! Have them talk like a regular person.
- Hold sales accountable for leads that have been passed on to them from either in-bound or outbound teams
- Give prospectors enough base pay that they can afford to live comfortably.
Want to know more? Check out the webinar.